What is Inbound Sales?

03.08.2016 |

Episode #1 of the course Introduction to inbound sales by HubSpot Academy

 

Welcome to the first inbound sales training class. In this first email, I’ll introduce you to the inbound sales methodology and provide you with an overview of our training program and certification.

To understand inbound sales, we need to start with buyers and how their behaviors have changed over the years.

1.1

Imagine for a moment what it was like to buy a product before the internet existed. Back then, buyers really needed salespeople in order to make a decision. Salespeople held all the cards. They had answers to the key questions in the buyer’s mind.

  • What is included in your offering?

  • What does it cost?

  • How does it compare to other competitors?

  • Who else is using your offering? And do they like it?

The internet changed the buyer/seller relationship. Now, the needed information that buyers use to make a purchase decision is just a click away. The power in the buying and selling process has shifted from the seller to the buyer. The buyer process has transformed.

Okay, so if the buying process has transformed, should your sales process transform to match today’s empowered buyer? Of course it should.

Inbound sales transforms sales to match the way people buy. That’s it.

Whether we are talking about an inbound lead or a targeted outreach, big company or small, complex sale or simple, inbound sales applies. Inbound sales transforms selling to match today’s empowered buyer.

As we begin this transformation, it’s important to understand the two philosophies that drive inbound selling.

  1. Inbound sales teams base their entire sales strategy on the buyer rather than the seller.

  2. Inbound salespeople personalize the entire sales experience to the buyer’s context.

By incorporating these two philosophies into your sales process, you’re well on your way toward transforming to an inbound selling model. Inbound sales provide a competitive advantage for your company. Most importantly, they create an experience your buyers will love.

So where should you start in this transformation to inbound sales? Great question. We will address this topic in the next class, where we’ll discuss how to get started with inbound sales.

 

Recommended book

“The Sales Acceleration Formula” by Mark Roberge

 

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